by Jeff Beals | Jul 5, 2019 | Professional Skill Development, Prospecting
“Telephone prospecting is a waste of time, because all I ever do is leave voicemails. Nobody ever answers the phone.” That’s what a sales rep told me last week during one of my workshops. His comment was not unique. I hear those words all the time. Few topics in the...
by Jeff Beals | Jul 30, 2018 | Prospecting, Referrals
By Jeff Beals A client of mine once needed help opening a branch office in a different city. I called a commercial real estate company owner I knew in that town. The owner connected me with one of his young sales reps who was excited to receive the referral. The...
by Jeff Beals | Jun 8, 2018 | Prospecting, Sales Presentations
By Jeff Beals During the summers in high school and college, I worked as an outbound telemarketer. I hated it, but because I was a good salesperson, it paid a lot more than the typical summer job. For four hours each evening, I’d sit in a call center with 150 other...
by Jeff Beals | Mar 9, 2017 | Sales Motiviation
By Jeff Beals The sales manager got a lead on a nice piece of business. It was big enough of a deal that he assigned two sales reps to the account: Julie and David. Those two had worked together many times and had landed more than their share of big deals. As...
by Jeff Beals | Sep 5, 2016 | Sales Motiviation
By Jeff Beals Prospecting is not something you do when you don’t have anything else to do. It is not something you do when you suddenly find yourself without enough customers. Prospecting is perpetual. So says globe-trotting sales expert Mark Hunter in his new book on...
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